A Salesperson for a Security Company Walks into a Prospect's

question 58

Multiple Choice

A salesperson for a security company walks into a prospect's office and says; "Did you know that according to a recent RCMP study,10 percent of your employees have stolen something tangible from your company?" What kind of opening question approach is the salesperson using?

• A) curiosity
• B) testimonial
• C) shock
• D) valid statement
• E) scare-tactic

---

Definitions:

Diffusion Of Responsibility

a socio-psychological phenomenon whereby individuals are less likely to take action or feel a sense of responsibility in the presence of a large group of people.

Obedience To Authority

The tendency to follow orders or directions from someone recognized as a figure of authority.

Social Facilitation

Social facilitation refers to the phenomenon where an individual's performance improves when performing tasks in the presence of others compared to when alone.

Pluralistic Ignorance

A psychological state in which the majority of group members privately reject a norm, but assume incorrectly that most others accept it, leading to a compliance with the norm.